This paper considers the ways in which the principles in Fisher and Ury's 'Getting to Yes' are applicable to the mediation process. Aspects addressed include positional and interest-based negotiation, the limits of the model, mediator strategies outside the scope of 'Getting to Yes', and the meaning of 'win/win' in negotiation.
- positional-based negotiation,
- interest-based negotiation,
- Fisher and Ury,
- Getting to Yes
Available at: http://works.bepress.com/bobette_wolski/11/